If you think that the ways distributors and large national rental companies operate are beginning to look similar, you may be right. This is a result of an evolving marketplace where the dealer, manufacturer and rental company are all utilizing the same methods, including service and other value-added benefits, to meet the needs of their customers.

If the distributors see the large rental companies as customers and service them accordingly, they should prosper. Large national companies would view this service, to some extent, as outsourcing if the required level of service, parts and warranty needs can be met. If distributors carry several brands of equipment and offer service and parts, they should still able to get a portion of the market. Distributors that promote one brand are becoming a thing of the past. The name of the game here is one-stop shopping.

Because rental customers expect more services, the future of distributors will look bleak unless they come up with innovative ways to work alongside the large rental companies, as well as independently. As manufacturers expand, they will focus on the most efficient way to distribute their products, whether it's through a distributor or a large rental company. The distributor could highlight a special service or type of equipment that they offer. By doing so, they will stay viable. If they don't, they may fall by the wayside.

Overall, the rental industry looks bright for everyone involved. It all boils down to dedication and commitment to the customer. If you are committed to your customers, they will come back regardless of whether you are a small, independent distributor or a large, national rental company.